In February, the Michael Page Sales team hosted breakfast briefings for clients in Sydney, Melbourne, Perth and Brisbane. As well as reviewing the market over the last 12 months, we discussed current salary and employment market trends across the Consumer Goods, IT&T, Healthcare, Industrial Services and Manufacturing, Services (Professional, Commercial and Media) and Financial Services areas. We also shared the latest candidate and client market research from Michael Page.

1. NATIONAL
ROAD AHEAD SERIES
2013
Sales
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2. Agenda
The Australian Economy & Employment Market
The “Expert” Economic Opinions
• Michael Page Sales ANZ Coverage
• Michael Page Sales Capability
• Year in Review
• The Recruitment Landscape
• 2013 Salaries and Market Insight Video
• Vertical Breakdown
• Michael Page Sales Market Research
• Discussion
• Questions
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3. Michael Page Sales - ANZ Employment Market
The Australian Economy &Coverage
The “Expert” Economic Opinions
Media &
Business
Information
Financial
Services
Healthcare
Business &
Technical & Consumer Professional
Industrial Healthcare Goods Services
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Sales

4. Michael Page Sales - Capability at all levels
The Australian Economy & Employment Market
The “Expert” Economic Opinions Sales Director
National Business
Manager
Category Leader
National Field Manager
Sales Leadership
National Account Manager
State Manager
Field Sales Manager
Category Manager
Sales Management
Business Development Manager
Territory Manager
Internal Sales
Sales Support
Graduates
Field Sales
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5. Year in Review
The Australian Economy & Employment Market
• Continued uncertainty on a global scale across the European, UK and North
The “Expert” Economic Opinions
American markets.
• H2 consumer and business confidence affected locally by the ongoing global
backdrop.
• Unlike 2011 also affected by a slow down in activity across the Mining and
Resources sector.
• NSW and Victoria consistent trading conditions with previous year.
• Queensland and Western Australia affected more directly by Mining and Resources
sector.
• Unemployment rate continues to remain low versus other comparable markets
globally.
• Outlook for 2013 is uncertain given employment trends over the last quarter of
2012.
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6. The Australian Economy & Employment Market
Recruitment Landscape
• Job volumes declined in the second half of 2012 but have since stabilised.
The “Expert” Economic Opinions
• Consumer focused employers hiring again following a very quiet 18 months.
• Opportunities still exist across all verticals for quality talent - Business
Development skills sough after.
• Mining and resources sector slowed significantly in Q4 - particularly WA/
QLD.
• Demand for technical sales specialists remains strong.
• Increase in number of employers expecting to add headcount in 2013.
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7. 2013 Salaries Economy & Employment
The Australian& Market Insight Video Market
The “Expert” Economic Opinions
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8. Consumer Goods
The Australian Economy & Employment Market
The “Expert” Economic Opinions
17% 11%
Job registrations Candidate registrations
• Growth in market for first time in 18 • Candidates have been in holding
months. pattern for 18 months.
• Renewed investment in field sales • Desire for move into growth
categories.
• Some churn in head office account
structures. • Increased activity at Executive
level.
• Continued growth in opportunities
outside grocery channel • Increased confidence for 2013.
• Few leadership roles.
Specialists in in sales recruitment
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Finance www.michaelpage.com.au
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9. IT&T
The Australian Economy & Employment Market
The “Expert” Economic Opinions
15% 11%
Job registrations Candidate registrations
• Overseas investment returning. • Candidates confident in the market
• Team sizes remaining the same – skill
is positive as new technologies
capability evolving across digital and
emerge.
cloud technology. • Candidate registration up as
• Demand for acquisition BDM’s
looking to take advantage of
increasing.
positive market.
• Some increase in demand for true
• Acquisition BDM’s are in demand
and generally short supply.
relationship/account managers.
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10. Healthcare
The Australian Economy & Employment Market
8% “Expert” Economic Opinions
The
10%
Job registrations Candidate registrations
• Market flat in Pharmaceuticals due • Registrations on the increase but
to streamlining of sales force. candidates under qualified for the
roles
• New developing technology markets
are growing i.e. Medical Devices/ • Retention key driver for exploring
Trauma. new roles
• Pharmaceutical products coming • Clinical specialists eg Nurses /
off patent means FTC in greater Physio’s etc in high demand for
quantity. devices clients
• Specialist Medical Devices roles • Technical and specialist candidates
going through growth. are in demand.
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11. Industrial Services & Manufacturing
6% 12%
Job registrations Candidate registrations
• Hiring activity slowed in H2 12 v LY. • Still quality candidate short but steady
increase in number applicants.
• Technical experts are still in demand.
• Supply outstripping demand for first
• Noticeable downturn in WA and QLD.
time in 3 years.
• Market remains positive in other
• Candidate confidence remains strong.
states.
• Candidates are demanding higher
packages plus career progression.

12. Service (Professional, Commercial & Media)
The Australian Economy & Employment Market
14% “Expert” Economic Opinions
The 11%
Job registrations Candidate registrations
• Growth in hiring activity in Q4. • Candidate activity increasing
following a mainly flat 2012.
• Employers ‘creating’ opportunities
again for the right talent. • Candidates with experience in
new technologies/on line solutions
• Greatest demand $60k - $90k in demand.
acquisition BDM’s.
• Greater interest from overseas
• New technologies and on line candidates as international
formats driving growth. markets remain stagnant.
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13. Financial Services
The Australian Economy & Employment Market
The “Expert” Economic Opinions
0% 10%
Job registrations Candidate registrations
• The banking sector remains • Lack of confidence due to global
depressed. financial situation.
• Current trend very flat but some • Movement away from banks into
growth coming out of SME and alternative verticals.
Mid Tier business. • Lack of consumer spending and
• Acquisition BDM’s still in demand. confidence in Australia.
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14. Michael Page Sales Market Research
The Australian Economy & Employment Market
Staff Turnover
The “Expert” Economic Opinions
Employee Employer
Employee turnover in the next 12 months Expected staff turnover in the next 12 months
VERY LIKELY IT WILL INCREASE
52% 12%
QUITE LIKELY IT WILL BE THE SAME
20% 55%
NOT LIKELY IT WILL DECREASE
16% 23%
UNSURE UNSURE
12% 10%
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Sales

15. Michael Page Sales Market Research
The Australian Economy & Employment Market
Market Outlook
The “Expert” Economic Opinions
Employee Employer
Employee optimism in the job market Expected business conditions for 2013
IT WILL SIGNIFICANTLY IMPROVE THEY WILL IMPROVE
4% 19%
IT WILL IMPROVE THEY WILL REMAIN STABLE
27% 65%
IT WILL BE THE SAME THEY WILL DECLINE
52% 10%
IT WILL BE WORSE UNSURE
15% 6%
IT WILL BE FAR WORSE
2%
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Finance www.michaelpage.com.au
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Sales

16. Michael Page Sales Market Research
The Australian Economy & Employment Market
The “Expert”Business Concerns
Personal & Economic Opinions
Employee Employer
Top five employee concerns Key business concerns for 2013
JOB SECURITY ACHIEVING BUSINESS GOALS WITHIN ALLOCATED BUDGET
32% 55%
SALARY VS LIVING COSTS GLOBAL OUTLOOK
28% 18%
DOMESTIC ECONOMIC DOWNTURN PEOPLE MANAGEMENT & ENGAGEMENT
17% 13%
CHINA ECONOMIC SLOWDOWN STAYING AHEAD OF COMPETITORS
7% 9%
EUROZONE DEBT CRISIS OTHER
4% 3%
WAGES GROWTH & CPI INCREASE
2%
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Specialists finance
Finance www.michaelpage.com.au
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Sales

17. Michael Page Sales Market Research
The Australian Economy & Employment Market
Attraction Strategies
The “Expert” Economic Opinions
Employee Employer
What job seekers are looking for Attraction strategy most likely to be implemented
SCOPE FOR CAREER PROGRESSION PROMOTE THE COMPANY'S REPUTATION
27% 30%
INCREASE IN SALARY COMPETITIVE SALARIES
17% 28%
WORKPLACE FLEXIBILITY SCOPE FOR CAREER DEVELOPMENT
15% 26%
MORE SENIORITY/PROMOTION FLEXIBLE WORKING OPTIONS
13% 12%
LEARNING & DEVELOPMENT OTHER
10% 4%
COMPANY BRAND AND REPUTATION
9%
OTHER
6%
POTENTIAL FOR OVERSEAS CAREER OPPORTUNITIES
3%
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Finance www.michaelpage.com.au
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Sales

18. Michael Page Sales Market Research
The Australian Economy & Employment Market
Retention Strategies
The “Expert” Economic Opinions
Employee Employer
What will keep employees in their current role Retention strategy receiving most focus in 2013
FINANCIAL REWARD BASED ON PERFORMANCE TRAINING & CAREER DEVELOPMENT OPPORTUNITIES
(SALARY INCREASE/BONUS) 36%
29% INITIATIVES TO IMPROVE COMPANY CULTURE
ADDITIONAL CAREER DEVELOPMENT 24%
SUPPORTED BY TRAINING
PERFORMANCE BASED REWARDS
23%
18%
LEADERSHIP/MOTIVATING MANAGER
OFFER WORK-LIFE BALANCE OPTIONS
13%
11%
WORKPLACE FLEXIBILITY
15% OTHER
6%
COMPANY CULTURE
INCREASE IN BASE PAY
16%
5%
OVERSEAS CAREER OPPORTUNITIES
4%
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Finance www.michaelpage.com.au
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Sales

19. Discussion
What steps are you and your
organisation taking to retain your
best people in 2013?
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20. Thank you
QUESTIONS?
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